Strengthening the go-to-market engine for growth
Fragmented execution. Underinvested marketing. Misaligned sales and marketing teams. Magnus helped Enhesa, a global leader in regulatory intelligence, build the ICP, value proposition and GTM playbook to unify teams and unlock scalable growth.
Resetting and scaling the commercial engine.
Context
Enhesa is a global provider of regulatory intelligence, supporting multinational organisations across EHS, product and sustainability risk. With ambitious growth targets and a rapidly evolving regulatory environment, the business faced fragmented GTM execution across regions and business units, marketing underinvestment that constrained pipeline build and digital visibility, and sales and marketing teams working without a unified ICP, value proposition or customer journey framework.
Solution
Magnus was engaged to reset and scale Enhesa's commercial engine by creating clarity, alignment and repeatable growth mechanisms. We conducted a TAM / segment analysis, customer interviews and persona mapping to define the highest-value audiences, decision-makers and influencers, then crafted a unified value proposition emphasising Enhesa's regulatory expertise, AI-enhanced intelligence and trusted advisory - designed for consistent use across sales, marketing and campaigns. We mapped the end-to-end customer journey, aligning content, campaigns and sales motions to how target buyers actually move from awareness to renewal.
Innovation
We supported the marketing and digital foundation needed to sustain the strategy - SEO audits, recruiting an SEO Lead, selecting a digital agency, and building a digital roadmap to grow inbound demand. On top of this, we built a structured global GTM playbook - campaigns, content frameworks and KPIs - aligned sales-marketing processes, and provided redesign recommendations for the marketing organisation, then supported implementation through governance rhythms and KPI dashboards embedded into the commercial rhythm of the business.
Impact
The engagement delivered strong foundational improvements and measurable commercial gain. Lead acceptance improved, with nearly half of MQLs converting to SALs, reflecting sharper targeting and better alignment between teams. Organic impressions rose following improved SEO and digital agency engagement. A clear ICP, unified value proposition and journey map are now embedded into quarterly planning, the marketing team structure has been redesigned, and a repeatable, scalable GTM framework is in place - giving cross-functional teams the confidence and consistency to execute in a complex regulatory market.
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